Dental Intelligence Insights & Analysis

HULENCROSSINGFAMILYDENTALFORTWORTH,TX

DENTALINTELLIGENCE

INSIGHTS & ANALYSIS

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HULENCROSSINGFAMILYDENTALDENTALINTELLIGENCEREPORT PAGE1

OVERALL

Thepracticehas1,444activepatients.Ofthose,1,264
(88%)areactivehygienepatientsand570(40%)donot
currentlyhavetheirnextappointmentscheduled.

Thepracticeappearstohaveaverygoodnewpatient
trackingsystem inplace,includinghavingthe“source”of
96%ofallnewpatients.

YTDproductionisabout$466,000andYTDcollections
areabout$418,000.Thisputsthepracticeonarun-rate
ofabout$1.2millionin2021production.

The“estimated”marketingbudgetforthepractice
shouldbe$3,000to$5,000permonth.

HULENCROSSINGFAMILYDENTALDENTALINTELLIGENCEREPORT PAGE2

P&ANTEIETNNTEAWTPTARTITIEIONNTS™

Currentpatientattritionisabout24%.Thismeansthepracticewillloseapproximately358
patientsduring2021(-29patientspermonth).Thiscanbecomparedwithanattritionrateof
10%atthe“best”practicesintheUnitedStates.

Attritionduring2019wasonly17%.Understandingthecausesoftheincrease(about8
patientspermonth)couldbeveryvaluable.

Also,therecenttrendinattritionisheadedinthewrongdirection.Itwas26%overthelast3
monthsvs.22%duringNovember2020throughJanuary2021.

Thepracticehasaveraged32newpatientspermonthoverthelast6months.Asaresult,the
NetNewPatients™atthepracticeis+3.Toachieve10%“net”patientgrowthin2021,theNet
NewPatientsshouldbe12permonth.

Thereare3waysforthepracticetoachievethisgoal:
Reactivatemore“inactivepatients”
Keepactivepatientsfrom becominginactive(18monthswithoutavisit)
Attractmore,newpatients

Thereisapool207patientswhohavenotbeentothepracticein18to36months.About8of
thesepatientsarereturningtothepracticeeachmonth.Thisrateofreturncouldbeaccelerated
throughvariousmeans.

Inaddition,thereare129activepatientswhohavevisitedinthelast12to18monthsbutwhodo
notcurrentlyhaveanappointment.Theserepresentagreatopportunitytosetappointments
(preventattrition)beforetheyhitthe18thmonth(becomeinactive).

OfferingyourDentalMembershipPlantobothofthesegroupsofpatientsmightbeawaytoget
theirattention/reopenthedoorforthem tovisit.

HULENCROSSINGFAMILYDENTALDENTALINTELLIGENCEREPORT PAGE3

HYGIENE

Itappearstherehasbeenasignificant,recentimprovementinthere-appointmentrateof
hygienepatients(from 69%inNovember2020to90%inApril2021).

Also,thepracticehasanimpressive95%show-rateforhygieneappointments.Thisequatesto
only9“lost”hygieneappointmentspermonth.

Atthesametime,therearemanyopportunitiestofurtherimprovetheperformanceofthe
hygieneteam.Also,theseimprovementsarelikelytobeimportanttoreducingoverallpatient
attrition.Somerelevantfactsinclude:

Averageproductionperhygieneappointmentwas$99.Thiscomparestothenational
averageof$171.
Theaveragehygienereappointmentrate(forthepast6months)was80%.Thiscomparesto
thenationalaverageof91%.Recenttrendsneedtobeanalyzedaspartofthisdiscussion.
88%ofactivepatientsareinahygieneprogram
31%ofhygienepatientsareinadvancedperiotreatment

Morespecifically,thereshouldhavebeen210hygieneappointmentspermonthjusttosupport
thecurrent,activehygienepatients.Overthelast6months,weaveraged172hygiene
appointmentspermonth.Gettingtheseadditional38appointmentspermonthtohappen
representsanopportunitytoincreaseproductionby$45,000peryear.

Thisdoesnotincludehygienetreatmentfornewpatientsorextraappointmentsforthosein
activeperiomanagement.

Asfurtherevidenceoftheopportunity,closing50%ofthegap($36perappointment)between
thecurrenthygieneproductionof$99perappointmentandtheaverageof$171wouldgenerate
anadditional$74,000inproductionatthecurrentlevelof172appointmentspermonth.

Areastoconsiderinanalyzingtheaverageproductionperhygieneappointmentinclude:x-rays,
oralcancerscreenings.sealants,fluoridetreatment,teethwhiteningandadvancedperio
programs.

Asanexample,itisestimatedabout25%ofallPPOinsurancepatientsareeligiblefora
“device-directed”(e.g.VELscope)oralcancerscreeningonanannualbasis.About87%ofyour
patientshavePPOinsurance.Theaveragereimbursementisestimatedat$50.Ifthisis
accurateforyourpractice,itrepresentsan$15,700annualopportunity.

HULENCROSSINGFAMILYDENTALDENTALINTELLIGENCEREPORT PAGE4

NEW PATIENTS

Thepracticeiscurrentlyaveraging32newpatientspermonth(overthepast6months).Thelast
3monthshavebeenhigherat36newpatientsperday.Thiscompareswith39newpatientsper
dayintheNovember2019throughJanuary2020timeperiod.

Thesourcesofthesepatientsareasfollows:
46%from referrals
27%from insurance
16%from theInternet
6%from communityactivities/presence
6%from other/notprovided.

Thetrue“source”ofthe27%ofnewpatientsfrom insuranceshouldbeinvestigated.Itislikely
somepercentageofthesepatientswerefrom othersourcesbutmentionedtheybecamea
patient“becauseyoutakemyinsurance”.

87%ofnewpatientsoverthelast6monthshavedentalinsurance.Ofthe167patientswith
dentalinsurance,themostcommoncarriersincluded:DeltaDental(36);MetLife(27);Cigna(26);
andUnitedHealthcare(23).

If13%ofoverallpracticepatientsdonothaveinsurance,thismeansthereareabout188
candidatesforyourDentalMembershipPlan.Inthepast6months,only2ofyournewpatients
wereenrolledinthisplan.

Also,thisindicatesanopportunitytodirectmoremarketingtothe50%ofthepopulationwho
donothavedentalinsurance.Thiscouldincludesmallbusinesses,55+communities,
self-employedfolksandreferralsfrom conciergephysicians.

www.tntdental.com

(877)868-4932 2100NCollinsBlvd,
Richardson,TX75080